We got lucky. We knew someone, ex-employee of a big education organization and had left on very good terms. These people were pretty "old school" and relationsh

We got lucky. We knew someone, ex-employee of a big education organization and had left on very good terms. These people were pretty "old school" and relationships meant more than shiny products. We got our meeting showed them the product, they were not impressed which sort of perplexed me. We then sat down with them, spent hours building relationships with everyone and figuring out how to mold the product according to them(it was big enough organization to justify the change). Over time it paid off, they loved it.